Natural Training Sales Blog
The most important part of a sales call, and one that you can never stop improving, is the first 15 seconds. If your first 15 seconds on the phone is anything less than great, gatekeepers aren’t going to put you through to decision makers. Decision makers won’t stay on the line long if your first…
Your Inside Salespeople are all talking in slightly different messaging. Your marketing people are tearing their hair out. And customers aren’t buying because your messages aren’t moving them to take action. “When you have clarity of intention, the universe conspires with you to make it happen.“ - Fabienne Fredrickson Marketing creates the right product message, sales people then learn it,…
“For every sale you miss because you’re too persistent, you will miss a hundred because you’re not persistent enough.” - Zig Ziglar If you have an Inside Sales team, you know that success in lead conversion demands persistence. Inbound leads are like gold, but to some inside sales people, the lead is “dead” after one or…
Today I turn 44. I own this successful sales training business called Natural Training, which puts me in the unique position of selling sales to salespeople. I will be selling for the rest of my life, because I love it – I’m hooked on it. And appropriately, today I’ll be spending my birthday on a train travelling to Hook…
“In this very real world, good doesn’t drive out evil. Evil doesn’t drive out good. But the energetic displaces the passive.” Bill Bernbach. If there’s one thing that separates top performing sales teams from the average, it’s energy It’s tough to keep energy high on a telesales floor. You can’t just open a can of…
You are one of 100 other vendors, resellers and distributors attempting to get hold of your prospect IT Manager. If you want to stand out from the IT Crowd, it is not enough to call “just to introduce myself as your new account manager”. You must be prepared, polished, professional and razor sharp. We’ve spent…
In order to sell high value solutions to top level execs, we can no longer just talk about needs and product specifications. These prospects expect informed, intelligent and consultative salespeople who will not only find them a great solution, but connect and challenge them with up-to-date industry insight. Here are the top 5 things you…
“We loved your pitch because it didn’t feel overly rehearsed”. Recently a client of ours, a global insurance firm, went through our pitching skills training, and received some feedback from their prospect when they put our techniques into action; “We loved your pitch because it didn’t feel overly rehearsed”. We took this as a great…
By Matt Drought, Founder and Chief Training Designer. In our book, The Natural Sales Evolution, we show how selling has evolved over the years. Today, the most effective salespeople offer unique insight to customers that help to drive their business and offer them value. Think about one of your friends who might be a ‘go-to’…
This is Murray. Murray is our resident Solutions Director at Natural, which means he coaches our teams to win more deals, and trains our people to provide epic client service. Murray is an excellent listener. He listens so well that he gets to the truth of everything quicker. And he is extremely well-liked by clients and colleagues….
Mind-set… For almost all sales people, an invitation to meet with the C-Suite of an existing or new customer is a great opportunity to get straight to the decision-makers. So how can you make that happen? Adapt your mind-set To be successful in selling at this level, you must be prepared to adapt your mindset…
This is Robbie. Robbie is the best in the world at Cold Calling. He gets past more gatekeepers than anybody else, and generates six-figure deals from people who have never heard of him. You can be like Robbie. We’ve listened to dozens of his calls, and here’s how he does it: 1) Robbie is authoritative and…
